Enterprise Account Executive (SoCal)

Socket.dev; Los Angeles (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Upwind is seeking an experienced Enterprise Account Executive to lead field sales in Southern California. You will develop and execute strategies to identify new enterprise logos, articulate business value to C-level and technical stakeholders, and drive end-to-end sales cycles with a data-driven approach.

You will partner with technical teams to accelerate time-to-value, negotiate contracts, and collaborate with channel partners to expand market reach in a fast-paced startup environment.

Qualifications

• Minimum 5 years of closing enterprise deals.
• Ability to sell to C-level executives and technical stakeholders.
• Consistent quota attainment with a strong W2 history.
• Familiarity with MEDDPICC and disciplined sales process.
• Maintain accurate forecasting and reporting via SFDC.

Responsibilities

• Develop and execute a comprehensive sales strategy to identify and win enterprise logos.
• Position Upwind’s solution to C-levels and technical stakeholders based on business value.
• Collaborate with technical teams to ensure smooth integration and faster value realization.
• Lead end-to-end sales cycles from pipeline to ROI-justified proposals.
• Coordinate with channel partners to expand market reach and close opportunities.
• Lead contract negotiations to successful closure.

Skills

Enterprise sales

C-level selling

Forecasting

Qualification frameworks

SFDC reporting

Tools

Salesforce (SFDC)

MEDDPICC

Job description

Upwind is a next-generation Cloud Security Platform that leverages runtime context to identify and prioritize critical risks, providing precise insights and efficient cloud security management. Unlike traditional tools, Upwind uses runtime data proactively for risk prioritization and posture insights, ensuring teams focus on what truly matters. With industry-leading efficiency and eBPF-powered sensors, Upwind delivers comprehensive capabilities, including agentless cloud posture discovery, real-time threat protection, and integrated API security. From misconfigurations to malware defense, Upwind ensures end-to-end, cost-effective cloud infrastructure protection. At Upwind, you’ll have the opportunity to think creatively, explore new ideas, and use your skills to make a meaningful impact on our growth.

We are looking for an experienced Enterprise Account Executive to join our team of expert sellers that is deeply committed to building meaningful relationships with customers, focusing on their value and thinking strategically about bringing deals to close. This is a field sales role, and we are seeking qualified candidates in Southern CA.

Responsibilities

• Develop and execute a comprehensive sales strategy to identify and generate new business pipeline, exceed revenue targets, and win new enterprise logos
• Demonstrate a thorough understanding of customer needs, challenges, and business objectives to effectively position Upwind’s solution with C-level executives and technical stakeholders
• Partner closely with technical teams to ensure seamless integration and implementation to accelerate the time-to-value realization for clients
• Lead and execute end-to-end sales cycles with excellence in all phases: from pipeline generation and opportunity qualification to the creation and delivery of a quantifiable business case / ROI justification
• Collaborate and build trusted relationships with Upwind channel partners and ecosystem to expand and optimize market reach
• Lead contract negotiations to completion and successful closure

Requirements

• Proven track record (minimum 5 years) of driving and closing enterprise deals
• Ability to effectively sell to both C-level executives and technical stakeholders in Cloud / Security / DevOps
• Consistent achievement of quota and revenue targets with strong W2 history
• Familiarity and experience utilizing proven qualification methodologies (e.g. MEDDPICC) and a disciplined sales process
• Maintain accurate forecasting and reporting of the business to leadership and embrace a data-driven approach to SFDC hygiene
• Excellent communication and presentation skills.
• Self-motivated, results-driven, collaborative, and adaptable to keep up in a very fast-paced, rapidly changing, startup environment
• Strong understanding of cloud security concepts, technologies, and trends preferred